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Sales Force “Playbook”
Increase sales force performance. Jump start sales.
The Client
Worldwide Manufacturer of Digital Office Products
The Challenge
The B2B sales process is extremely complex and variable from one sale to the next. Since the sales cycle does not follow the traditional, predictable decision-making path, it is necessary for a sales force to have a strong sales process as well as an arsenal of information that includes a prioritization of prospects and specific messaging to handle each situation.
OBJECTIVE/NEED:
In 2006, our client expanded and realigned its field sales organization that calls on its most important market, made up of 170 sales territories. SIGMA was asked to design and create a sales tool that would jump start 2006 sales efforts.
The Breakthrough
SIGMA was brought into this client’s sales process endeavor to help them change the way they sell and to provide a tool to improve sales performance across the board. Combining our knowledge of our client’s customers, analytic models that we built for acquisition, cross-sell and retention, and other variables, SIGMA was able to design and produce a personalized sales “playbook” that included a common approach and framework for tackling qualified leads with winning sales strategies. The playbook included:
- Specific leads identified by segment for the specific sales person, ranked from most to least important with detail of the applicable winning sales strategy and value proposition.
- Industry overviews that provided statistics, trends and communication strategies to gain traction and develop a relationship — all key in facilitating a sale.
- Web tools and resources that allow the salesperson to pre-plan sales calls and strategize their communication approach.
Sales managers are provided with all information pertaining to their territory and access to Web-based reporting that provides status on a weekly/monthly basis. All this information roles back into the corporate database for refresh on a weekly/monthly basis.
The Win
- Efficient and effective sales process and methodology being shared across the sales organization.
- Accurate, real-time customer information and on-the-mark marketing strategies are provided to all sales representatives.
- Reducing the sales cycle and minimizing deal time to close.
- Decreasing the learning curve of new sales representatives; making them more productive earlier.
- Institutionalizing sales best practices and creating a complete feedback loop to measure success.
“This has saved me weeks and weeks of work! Everything I need to know to make a successful sales call is in this book”.
-Feedback from Sales Rep